Slides from my third Ignite Boulder presentation at Ignite Boulder 10. All about how to negotiate. The corresponding video is here: http://www.youtube.com/watch?v=2LhcqrBLtIY

1. Prepared for
Negotiations
Seek
Common
Ground
Reach an
Agreement
Go with
BATNA
Put on
Hold
Name the
Game
ExpandYour
Responses
Negotiate
Invite
Creative
Solutions
Expand
the
Scope
Time, Players
& Location
Solve Their
Problem
OR
R
OR
OR
Start
Small
Use
Bundeling
Objective
Measures
Order My
Priorities
Research the
Market
Research the
Players
See Their
Perspective
Develop my
BATNA
Go Beyond
Initial
Agreement
ADR?
Change
Players?

2. *thanks JD

3. Critical Step:
Go toYour
Happy Place

4. Tactic: Alter Their Perception

5. “I’m sorry I was
going too fast officer.
Thank you for
pulling me over.
I needed a reminder
to slow down.”

7. Tactic: The Stupid American

8. “I’m am so stupid. I should
have known there was no
parking on the streets in
Beaver Creek. I’ve never
been here before. I must
have missed the signs.”

10. Tactic: Balance Interests

11. “I don’t think it’s fair for
me to pay late fees
becasue there was a
mistake, but I’m willing
to pay the outstanding
balance today.”

13. Tactic: Change the Criteria

14. “Match the highest
salary you have
offered a person of
the same caliber for
this position”

15. WARNING
Do NOT include a number

16. What about Bullies?

17. Tactic: Name the Game

18. “I just want Lucas to be
happy. So, if that means you
tearing me apart and
making me look like the
most horrible person on
Earth, then go ahead and
do it....”

19. PRACTICE
*thanks JH

20. www.juliepenner.com
@pennerj